• Prospect & Qualify Leads: Conduct research to identify potential clients and key decision-makers in target markets. • Utilize various channels (cold calling, email campaigns, social media, etc.) to generate and qualify leads. • Connect & Consult: Initiate first contact with potential clients to understand their business needs and challenges. • Clearly communicate how Drake Software’s solutions can provide tailored benefits and resolve specific pain points. • Uncover and identify pain points to understand the needs of the prospective customer’s business • Lead Management: Maintain accurate and up-to-date records of all lead interactions and follow-ups in the CRM system. • Manage and nurture leads through the sales funnel to schedule appointments, demos for the sales team and warm transfers. • Adhere to lead cadence and follow best practices. • Collaboration: Work closely with the sales and marketing teams to develop effective strategies and campaigns. • Provide feedback on market trends, customer needs, and the competitive landscape to refine product positioning and outreach tactics. • Performance Metrics: Meet or exceed monthly and quarterly targets for lead generation, qualification, and appointment setting. • Continuously track performance and identify areas for improvement to achieve business development goals.

• Make the first contact with a portfolio of prospecting clients (potential customers already registered or actively seeking new providers); • Conduct and ensure pre-qualification of potential customers for the sales team; • Delight and engage clients before the first meeting; • Record all interactions with prospects in the management system (CRM); • Present the product succinctly; • Participate in team routines to provide feedback on the quality of appointments scheduled with sales representatives.

• Identify and contact prospective clients using both inbound leads and outbound prospecting strategies via email, social media and over the phone • Promptly respond to potential sales inquiries generated through marketing efforts • Work closely with marketing team to take qualified leads and convert them to discovery calls • Collaborate closely with sales team to ensure seamless handoff of qualified leads and increase conversion rates • Identify organizations that fit the ideal customer profile and then research relevant contacts for outreach • Research and stay up to date on industry trends, company news, and potential clients to refine sales strategies and improve lead targeting • Work with marketing to create personalized email campaigns to engage prospects and generate demand for Forecast International’s products and solutions based on the organization’s business priorities • Coordinate internal staff to ensure the right individuals are present to support a client conversation • Prepare team members for external meetings by providing relationship background, corporate news, and profile • Record and maintain outreach records in CRM system and provide up-to-date contact information and notes for leads and contacts • Track and report on individual progress to monthly and quarterly goals for initial sales meetings and pipeline sourced • Support onboarding coordination by ensuring smooth transition from sales qualification to active client engagement • Conduct follow-up outreach with newly closed accounts to reinforce value proposition and encourage product adoption • Monitor early-stage client engagement and flag risks, inactivity, or upsell indicators to the sales team • Identify expansion or cross-sell opportunities within assigned accounts and re-engage stakeholders as needed • Prepare internal stakeholders for client conversations by providing background research, relationship history, and relevant industry developments • Coordinate internal resources to ensure appropriate subject matter experts are included in client meetings • Maintain periodic touchpoints with designated accounts to support retention and relationship continuity

• You proactively contact decision-makers and personalize your messages (phone, LinkedIn, email, etc.) to generate inbound and outbound leads, qualify them, and schedule sales meetings • You are creative and look for new ways to generate leads • Cold calling makes up nearly 90% of your working time. Your target is to make 60 calls per day • You attend trade shows and other events to network with exhibitors • You maintain your customer data in our CRM • Depending on your performance and length of service, you can progress to an Account Executive role or a leadership position!